Development of a business plan for a travel company. How to open a travel agency from scratch

How to open a travel agency: market analysis + 5 steps for starting a business + detailed financial plan + calculation of business profitability.

Capital investments: from 425,000 rubles.

Payback period: from 8 months.

Do you have good knowledge of geography and excellent organizational skills? Or maybe you just want to give people joy and organize an unforgettable vacation that they will want to repeat? Or are you a quick learner and want to experience the joy of financial independence and start your own business?

Then information about how to open a travel agency, will be relevant for you. Today we will find out the intricacies of running this business, as well as how much money will be needed to start it.

Tour operator and travel agency: finding out the difference

Before moving on to the answer to the question of how to open a travel agency, let’s start with the fact that many still work with a tour operator. And knowing the difference between these two categories is useful not only for those who are going on vacation, but also for those who wish to enter this industry.

Firstly, it is the operator who “creates” the tour from start to finish: forms, promotes and sells. Its specialists book a hotel, pay for a flight ticket, select excursions, and provide transportation for tourists.

As for the implementation of the tour, he can do it independently or through agencies. The second one’s responsibilities include selling the ticket. The travel agency selects the necessary option for the client, informs him about all its nuances

Therefore, difference number one: a tour operator creates a tour, and a travel agency only implements it.

Secondly, to start the activity of a tour operator, it is necessary to register only as a legal entity that has certain financial security. While a travel agent can be either an individual entrepreneur or a legal entity.

Difference number two: you can open a travel agency in any organizational and legal form, and it does not need to have financial security, since, unlike a tour operator, it does not pay insurance.

Thirdly, the tour operator is responsible for setting the price. That is, the agency sells a tour at a certain price. And his reward will be a commission, which is set by the company providing the trip.

Difference number three: a travel agent does not influence the cost of the tour; he works for a fee from the tour operator. In addition, sometimes in order to achieve large sales volumes, specialists can reduce the price, unfortunately to the detriment of their commissions.

Fourthly, by default, responsibility for a “failed” tour lies with the operator, who will be subject to claims from clients.

The travel agency is responsible only under the contract, and most often its responsibility is related to the fact that it must fully inform the client, pay for his trip and tell him about all his rights and obligations.

Therefore, difference number four: the tour operator is responsible for the quality of the tour, unless otherwise provided by the contract.

Typical scheme of a travel agency

When you decide to open a travel agency, you need to understand how it works:

1. An existing travel agent is looking for proven operators with whom it enters into a contract for further cooperation.
2. A travel agent studies the tour operator's offers down to the smallest detail and begins to look for clients.
3. If one is found, the travel agent enters into an agreement with him and submits an application to book services with the operator.
4. The tour operator accepts the application and, which must subsequently be paid.
5. After this, received by the travel agent cash minus the established commission (as a rule, it is 10-15%) are transferred to the tour operator’s account.
6. The tour operator transfers everything Required documents agent, who subsequently provides all the information to the tourist.
7. After the transaction is completed, the agency transmits the report to the operator, who prepares an invoice for it.

Note: if the client refuses the trip after payment, then you will be forced to pay the operator a fine. This “pitfall” must be taken into account if you want to open a travel agency according to this scheme.

The situation on the Russian tourism market

Opening a travel agency and not analyzing this industry is extremely reckless. Any business should begin by studying the market situation, finding out its strengths and weaknesses.

The Russian tourism market never ceases to develop. Even in small towns you can find travel agencies that offer their services. They are often approached by those who want to travel abroad for impressions.

But currently, under the influence of many factors (exchange rates, unstable situation in a number of foreign countries, etc.), domestic tourism has begun to be in demand. And this is not surprising, because our country is famous for many beautiful places, which also attract foreign tourists.

Therefore, when you decide to open a travel agency, look for operators who deal with such tours.

It is also worth noting that in 2017 the situation in the tourism market has improved significantly compared to the previous two years. And by the way, Russian tourists began to prefer more exotic countries than Europe. Therefore, opening a travel agency is now quite profitable due to the development of this area.

Special attention is paid to online sales. Nowadays, people buy more and more on the Internet, so creating your own website with the possibility of online booking and payment is mandatory.

Concerning strengths business, then everything will depend only on the quality and organization of your work.

Therefore, when deciding to open a travel agency, you need to bet on:

• providing a wide range of services;
• competent employees who are focused not only on the number of tours sold, but also on quality customer service;
• cooperation with proven and well-known tour operators.

Opening a travel agency involves risks that must be taken into account:

• Seasonality - it so happens that for the most part people like to travel abroad in the summer and for the New Year.
• High competition- the tourism business is a fairly filled niche; new players are constantly appearing on the market who can provide customers with something new and of better quality.
• Lack of stability- exchange rate changes, the political and economic situation in the country, inflation affect the work of travel agencies, since as a result of these factors the purchasing power of clients may decrease.

Inability to accurately predict performance results- even with a detailed study and analysis of tour sales, it is impossible to accurately calculate the expected profit.

For this reason, you need to focus on advertising in order to attract as many customers as possible.

Step-by-step instructions on how to open a travel agency

When answering the question of how to open a travel agency, you need to understand that the main expenses will go to setting up an office, creating a website and, of course, promotion.

The process of opening a “tourist” business will consist of the following stages:

When coordinated and correct organized work You can open a travel agency in 3-4 months.

Step 1. Choosing a name for the travel agency and registering the business

So, you have analyzed the market, assessed your capabilities and are sure that this business is for you. Now we need to start taking concrete actions. And the first step is for your travel agency. It should be simple, but memorable, and also evoke associations with relaxation.

You can come up with a sonorous name yourself, or you can use the services of specialists.

After this, you can begin registration. You can open a travel agency as an individual entrepreneur or a legal entity. It all depends on your ambitions, so if your plans include expanding your business and creating an entire network, or you want to start a business with a partner, then choose LLC.

When submitting an application for registration, do not forget to indicate the OKVED code. But remember that the classification is constantly changing. As of 2017, for the tourism business it looks like this:

As for the taxation system, according to the law “On the Fundamentals of Tourism Activities in the Russian Federation” it is allowed to use the simplified tax system: “Income” 6% or “Income-Expenditure” 6-15%.

Step 2. Finding and arranging premises for a travel agency

A well-chosen location is the key point in how to open a travel agency. If you are planning to start your business in Not big city, then do it only in the center.

In a big city, the choice of premises is more extensive:

• crowded places;
• residential areas where competitors are not yet operating.

The room itself should not be large, 25-35 sq.m. is enough. But at the same time, it must be carefully equipped with furniture, office equipment, and decorative items.

Approximate costs for repairs and arrangement of the premises will look like this:

Step 3. Search for tour operators for cooperation

The next step in how to open a travel agency is to search for operators. This step must be approached with all responsibility, since if any inconsistencies arise, the client will remain dissatisfied with your work.

So, when choosing operators, pay attention to the following factors:

• time spent on the market;
• recognition;
• commission size;
• terms of cooperation.

The most popular tour operators in Russia:

Step 4. Recruiting staff to open a travel agency

The success of a business depends on the quality of staff work. And to begin with, you can hire only two sales managers, who will receive a salary and a percentage of the number of transactions completed.

The responsibilities of these specialists should include:

• selection and consulting of clients;
• monitoring attractive tours and their prices;
• concluding transactions with tourists;
• booking tours and their registration with a tour operator;
• keeping up with new developments in the tourism industry.

If you decide to open a travel agency, then at the beginning, take the reins into your own hands. At the beginning of work, this will be correct and appropriate, since you will be able to fully control the process and instantly identify errors in the work.

Positions such as accountant, system administrator, and cleaner may not be on permanent staff. For this you can.

Step 5. Promotion and advertising for opening a travel agency

You can’t just open a travel agency and wait for clients...

No one will know about your services unless you introduce yourself. And you need to engage in active promotion on an ongoing basis, especially if you want to attract tourists not only during the summer and New Year seasons.

You can use advertising tools such as:

• sign at the entrance;
• handing out leaflets on the street;
• advertising in local publications;
• radio advertising;
• advertising on the city’s social networks and on the Internet.

How much does it cost to open a travel agency?

And now we have come to the culmination of the answer to the question of how to open a travel agency - the financial component.

So, capital investments will consist of the following expense items:

But opening a travel agency is not all. You need to constantly invest money in it.

Therefore, the approximate monthly costs of opening a travel agency will look like this:

Calculation of business profitability and payback period for investments in a travel agency

Having in hand the approximate costs of opening a travel agency and maintaining it, you can predict the level of profitability of the business.

Successful agencies with two managers can conclude up to 300 transactions per month. But most often such indicators are typical for a business that is already established in the market.

We will imagine that the average cost of one sold tour is 28,000 rubles (we take the current dollar exchange rate into account). The commission on the transaction is 10%. And in order for income to exceed expenses, you need to make at least 70 transactions per month (2-3 transactions per day):

70 * 28,000 * 10% = 196,000 rub. (with expenses of 175,000 rubles)

And with this progress, the profit will be pitiful:

196,000 - 175,000 = 21,000 rubles.

Profit after tax:

21,000 - 3,150 = 17,850 rubles.

But let’s assume that such indicators will only be in the first 3-4 months while you are making yourself known. And soon you will bring them to 120-140 transactions per month.

Then your projected income with the same expenses will be:

130 * 28,000 * 10% = 364,000 rub.

With such work, the profit will be: RUB 160,650

Based on such financial calculations, we can assume that the investment in starting a business will pay off within 8-10 months.

The main emphasis is how to open a travel agency, you need to do advertising and, of course, cooperate only with trusted operators. Also, do not discount the motivation of specialists. Create rewards for a job well done. The simplest thing is to pay a percentage of tour sales.

How to open a travel agency from scratch?

From idea to first profit - in one video:

The tourism business itself is constantly evolving, so be sure to follow the latest developments in this area and fully devote yourself to the business, and then success will not be long in coming.

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Who among us would not like to see the world and visit the most remote and exotic corners of the earth? The love of travel is not alien to anyone. This is probably why, even in the most economically unstable times, most people still had opportunities and financial resources for a long-awaited trip. Thanks to this, you can organize for yourself a reliable and very profitable way of earning money - opening a travel agency from scratch. We will tell you how to do this further, providing step-by-step instructions with useful tips.

Where to begin?

The significant advantages of the type of business associated with tourism are relatively low investments, as well as the absence of the need for special education. By not requiring special permits, you can avoid many of the barriers to opening travel agency. However, it is worth noting that competition in this area is still quite high, and the profit you will receive depends on the economic situation in the country. Nevertheless, opening a travel agency from scratch even during an economic crisis is quite possible.

In order to understand in detail the legal side of the issue, you should refer to Law No. 132-FZ of November 24, 1996 “On the fundamentals of tourism activities in the Russian Federation.” Depending on the specifics of your activity, external and internal tourism differs. Services related to this industry are provided by tour operators and travel agents. Let us consider in more detail how these concepts differ.

The responsibilities of tour operators include independent development, promotion and subsequent implementation of tours. Thus, using its services, a tourist can reach his destination and return home safely without experiencing any inconvenience during the trip. That is why in order to open professional activity They will be required to have insurance or a guarantee from the bank. Tour operators must be included in the Unified Federal Register and also belong to the necessary associations.

In turn, travel agents are a kind of connecting link, an intermediary between the tour operator and the client. They sell tours; Moreover, their earnings consist of commission payments (from 5 to 16% of the cost of each tour).

The travel agent must also:

1. Inform clients about the services provided.
2. Select tours depending on the client’s wishes.
3. Provide clients with all necessary documents.
4. Guarantee the quality of all services provided.

Depending on size starting capital and plans of the entrepreneur, travel agencies can exist in various forms.

To open travel agency from scratch we will need to rent an office, as well as hire all the necessary staff. Despite the fact that this method is the most expensive, it will provide you with maximum financial independence.

The easiest way is to open a travel agency at home. In order to start this type of business, you only need a phone, a computer, Internet access and a printer. After you register an individual entrepreneur, you can start promoting your services using the media. In addition, you can organize meetings with interested parties both at home and on neutral territory (for example, in a cafe). This method of opening a travel agency is quite risky, but it is great suitable for persons with a wide circle of contacts and considerable professional experience.

People in the CIS countries, especially in Russia, Ukraine, and Belarus, love to fly abroad, travel around countries and relax, and you can make money on this by opening your own travel agency. But, if you are not a successful entrepreneur, how to open a travel agency from scratch? Step-by-step instruction with recommendations from established businessmen, clear advice and financial plan in our article.

• First steps - choosing a concept
• First pitfalls
• Registration
• We prepare documentation
• We are looking for suitable premises
• We select a pleasant interior
• We select personnel
• We are looking for potential clients
• What are the expenses and income?

First steps - choosing a concept

You can find four options on the market for a long time:

1. A private travel agency requires renting an office, hiring staff and concluding contracts with other companies, but you don’t have to depend on other people. This option is more suitable for those familiar not only with business, but also with the work of a tour operator.
2. A home travel agency is the easiest way for a newbie in business to join this environment. You won’t need to rent an office and hire other people, but don’t expect much profit either. In this case, only a person with his own client base and skills in the marketing environment can burn out. Get ready that only the middle class of people will come to you.
3. An online travel agency is a format of online shopping that is extremely popular with people, which can allow them to travel to different cities and countries, so the travel agency must not go under. The main thing is that the company’s website contains complete information about the company itself, about tours and offers, and is also really convenient for the average ordinary visitor. Include the ability to communicate with the operator, select changes to the trip and pay through online wallets for the convenience of the buyer.
4. Franchising is the best format for a first-time entrepreneur, because a beginner is not yet ready to solve some problems on his own. The advantage of this option is that your new agency is opened under the leadership of a well-known network like “World of Discovery”; you do not remain without the attention and trust of potential buyers. You will also receive some equipment, free business training, a marketing campaign and the necessary connections at the very beginning.

First pitfalls

The least popular period for tourism is the off-season periods - several months winter-summer + several months autumn-winter. Of course, some bursts of activity are guaranteed, because someone has holidays, vacations or personal circumstances, but such periods must be taken care of in advance.

In the first year, it is important to intensively prepare to expand the customer base through discounts for the May holidays, unusual ideas for summer holidays and promotions for trips during non-holiday months.

Take care of planning your expenses in unprofitable months, and, most importantly, you should open a travel agency in early spring, so that you have time to increase your client base before the fall. During the “dead” seasons, your travel agency should offer the sale of air tickets, the services of a lawyer for obtaining a visa, as well as special domestic tours to the cities of the country.

Download a sample travel agency business plan as a template for your own.

Registration

There are two regulatory forms; you should choose based on your desires and aspirations, as well as initial capabilities.

• The first option is LLC ( entity). Registration of a legal entity requires a large financial investment, but makes it possible to open a whole network of travel agencies.
• Second option – Individual entrepreneur ( individual). A beginner should start with this form, because the investment is quite small, and it’s easier for many to collect the documentation. True, situations arise when tour operators demand mandatory registration LLC, but they don’t work with individual entrepreneurs.

We prepare documentation

Step-by-step instruction:

1. Start by choosing the name of the travel agency. Think of something sonorous, memorable, appropriate in meaning, but quite serious. For example, “World of Discovery” is suitable.
2. Choose a room. This is important for determining the company's registered address.
3. It is important to choose the right type of activity in a travel agency according to the classifier.
4. Pay the state fee.
5. Notarize the signature of the application for company registration.

For a legal entity, it is also necessary to perform two more actions - determine authorized capital in the amount of at least 10 thousand rubles, and also for each of the several founders to create a model of his share with its nominal value.

We are looking for suitable premises

You will need small area, located in a place with the greatest traffic of potential buyers. This is why travel agencies like to open in business centers.

Be guided by the name, because, for example, “Business Ocean” clearly indicates that there are many entrepreneurs in the building and office workers, and everyone has a vacation. Undoubtedly, it is important that the premises are located in the city center, even if these are small regional cities like Omsk or Samara.

We select a pleasant interior

Design a decent and comfortable client corner where they will be located coffee table and a comfortable small sofa for several people. If you want your clients not to get bored, organize a large number of travel magazines, preferably with big amount photographs. The tourist model should be read throughout the office design - paintings, straw hats, photo wallpapers and other things reminiscent of tourism.

Don’t be afraid to express your own “wants” and creativity in design. Be original! Employees also need their own area. To ensure efficient work processes, organize work desks that are comfortable computer chairs and racks with everything necessary for work. You will also need space for a printer, copier and other important devices.

We select personnel

A travel agency as a business does not tolerate fraternization and forgiveness of mistakes, so never agree to hire relatives and friends.

Only hire those who show professionalism and the ability to accept criticism. It is very profitable to hire people with experience in tourism, but some personnel can show excellent work even without experience. Browse job candidates in the following categories:

• way and manner of speaking:
• competent construction of sentences and pleasant presentation of thoughts;
• the ability to identify what needs to be put in the foreground;
• ability to persevere, focus on a specific task;
• how seriously a person takes the tourism industry;
• the ability to present your personality to another person;
• relaxed, worry-free communication with strangers;
• what things interest him, breadth of outlook;
• proposed ways to resolve various conflict situations.

Therefore, the candidate must become an example of a person who is able to interest others in a purchase, who is able to work with people with money.

Are you planning a small project? Two or three customer service employees and a cleaner are enough for stable office operation. Later, it is worth hiring an accountant and programmer, with the expectation of expanding the business. As a salary for managers, offer a minimum payment, supplemented by a percentage of revenue, in order to motivate them to work more efficiently.

Choosing a reliable tour operator

In order not to make a mistake and reduce risks, enter into contracts with ten different operators at once, half of which must specialize in a particular area.

Choose a direction that is calculated by other companies as the most popular in your city or entire region, but do not forget about unusual options.

At first, you will not begin to receive much profit, but after the first tourists the percentage will begin to increase. If you start showing great example business project with successful sales, more offers will be received from more successful operators.

There is also ready-made example search database for online tours and operators, which can slightly simplify the work of your travel company. The most popular database is the site tourindex.ru, where access to the database is obtained for a significant fee. For a year of service you will have to pay 26 thousand rubles, but whether it is profitable to remain without such reliable support is up to you to decide.

We are looking for potential clients

In order not to be left without clients, open your own company website so that its design and content are handled by a professional web designer and system administrator rolled into one.

You can still use other advertising methods:

1. Making announcements in media mass media, including on the radio.
2. Advertising the company on billboards and banners.
3. By broadcasting advertising on TV in ad blocks.
4. Hiring people to hand out leaflets.
5. Motivating clients to write reviews about the agency to launch word of mouth.

Sometimes clients come to the agency from an unknown source, so it is important to constantly adjust even ready business plan, as well as maintain a special journal about customer receipt channels in electronic form. This will help you do regular analytics of statistics on attracting people to a travel agency. Don’t forget about discounts, promotions and bonuses that perfectly motivate people not only to make purchases, but also to attract their friends and family.

Video: how to open a travel agency?

What are the expenses and income?

The profitability indicator is individual and depends on a variety of factors.

The opening of a travel agency itself will cost about 300 thousand rubles or more, but you will also have to pay monthly rent for premises, taxes, wages to employees, public utilities, as well as much more.

The average payback is almost one and a half, or even two years. In the first year, it is important for a travel agency to simply survive and stay afloat in a sea of ​​competition. This can be achieved through pleasant service, quality services, good service and smart advertising. Only after achieving a sales level of 500 trips annually, the project becomes an established business.

If you find an error, please highlight a piece of text and click Ctrl+Enter.

If you decide to open a travel company, then you may have many questions that can only be answered by specialists who know sufficient level knowledge and experience. Unfortunately, there are not so many experts in this industry. At the same time, it is very important that all issues regarding the organization of this business are resolved in as soon as possible with maximum accessibility and correctness. Otherwise, you will simply abandon your idea, since opening a travel agency from scratch is quite difficult without required quantity information.

Collecting documents

Opening a business in the field of tourism services requires certain documents. What do you need:

1. A statement that you have state registration.
2. Charter of the company in two copies.
3. Decision on establishment.
4. Original document confirming that you paid for registration. This could be a receipt.
5. The agreement on establishment, as well as a request that will allow you to receive a copy of the charter.
6. Letter of guarantee from the owner of the premises at whose address the company is registered.
7. An original document that confirms payment of the state fee for obtaining a copy of the charter, as well as an agreement on establishment, for example, payment order or a receipt.

When thinking about how to open a travel agency from scratch, you should first collect all the listed papers. It must be remembered that the application for registration must be certified by a notary and signed by the applicant. After all, he is responsible for the correctness and reliability of all information.

If you open an IP...

If you decide to register as an individual entrepreneur, then you must provide:

Where is the best place to locate an agency office?

Not everyone decides to start their own business in this area. So, how to open a travel agency from scratch without high costs? You can't do this without outside help. Of course, it is not only money that plays a decisive role. It is also very important where exactly your company’s office will be located.

While all the documents are being prepared, you can start looking for premises. In order to open a travel company, you will need premises of no more than 20 square meters. There should also be a personal line for connecting phones and the Internet. So, where is the best place to locate an office:

• City center. If you want, by providing travel agency services, to attract more clients, then the ideal place could be the main street settlement. The best space is located in a commercial or residential building on the ground floor. However, it should be remembered that the cost of renting such premises will be very high.
• Business center. Having an office in this building can also have a positive impact on your business. After all, in addition to outside visitors, business center employees can become your clients. The only negative is that you will not be able to place outdoor advertising and signboards.
• Shopping centers. If you decide to open your office here, then a large number of clients await you. However, renting premises in a popular mall can cost you quite a bit of money.

• Sleeping areas. Here, a new travel company may be one of a kind. Plus, you can save on rent. The only downside is that you will have to put in a lot of effort to get your agency noticed. You can use any marketing strategy for this.

We select the right personnel

Many entrepreneurs who decide to start their own business in this area often do not fully realize that personnel for such work must be carefully selected. After all human factor plays an important role in this matter.

The agency is based precisely on the well-coordinated work of the team. And for success, personnel must be selected with special attention.

Who do you need

1. System Administrator.
2. Accountant.
3. Sales Manager.

It is worth noting that the staff must gradually increase if the travel agency grows. Experts recommend hiring two sales managers. After all, they are the ones driving force your activities. Managers promote your tourism product on the market. In addition, sales managers must be able to communicate with people. You should not hope that employment exchanges will offer you real masters. It is better to start searching for an available candidate on your own.

First steps on the path to success

So, the opening. A travel agency ideally requires a thorough study of the entire algorithm for creating a business plan. You don't have to be a professional in a particular industry. To begin with, you should carefully study the structure of this activity from the inside and analyze the real situation of organizations that have been providing similar services for many years.

To make everything clear to you, let's look at a diagram that contains all the components necessary to create a business plan and open a travel agency. It can be divided into several points that are interconnected. Moreover, each stage plays an important role at the very beginning of the activity. That is why you simply cannot skip any of the points.

Company concept

The business plan of a travel company begins precisely from this point. The company's concept must fully reflect the type of activity. For example, an organization may be or provide mixed services.

In addition, all documents must fully reflect all possible activities of the company. For example, the sale of tickets for railway and air transport, insurance for clients traveling on travel, visa processing, limousine booking, and transfer services.

We determine in advance the list of services

Before opening a travel agency from scratch, you need to decide on the list of services. At the request of clients, the company must provide an interpreter and a guide. The ideal option is an employee who speaks several foreign languages ​​fluently and is able to act as a tour guide. In this case, the guide must know everything interesting places, which are worth visiting for vacationers.

A travel agency can purchase everything you need for your trip. In this case, travel for tourists will be even more enjoyable. After all, they won’t have to think about purchases and try to predict all the little troubles. It is worth noting that representatives of travel companies very often practice such a service as booking tables in a restaurant. Vacationers can visit it immediately upon arrival.

Why is this necessary?

Those who have already started a tourism and hotel business must complete all the necessary documents if their client receives a foreign passport. In addition, they readily provide an accompanying person or a personal guide.

Very often a person who travels abroad does not know a foreign language. As a result, this can greatly complicate the vacationer’s communication with the local population. To prevent this from happening, many turn to a travel agency for help and hire a translator. It is worth noting that the company must provide a specialist in the field foreign languages at the first request of vacationers.

Scheme of all main stages

Before you open a travel agency from scratch, you need to clearly understand how it operates. Many did not fully work out their plan and, as a result, simply could not engage in this type of activity. Let's figure out how the technology for implementing, promoting and developing a tourism product is built using the example of a specific trip:

1. To begin with, it is worth determining the supply and demand in the tourism services market.
2. Create detailed description services that the agency will offer to its clients.
3. It is necessary to develop and design the content of all company service processes.
4. Work out the route in detail.
5. Form general scheme movements.
6. It is imperative to draw up a list of services that the client can use immediately upon arriving at his vacation spot.
7. A full survey of the route the tour will take should be carried out.
8. After this, an analysis of the designed tour should be carried out.
9. Then prepare all the documentation.
10. Don't forget about control. It is better to choose the most effective method.
11. After completing the development of the route itself and preparing all the documentation, you should start advertising, various marketing moves and promotion methods. This will make your product popular.
12. It is important to choose the right sales method, as well as methods for receiving payment from clients.
13. Of course, before selling, you should calculate the cost and final price of the tourism product.
14. Only after all this does sales begin, and then control over the quality of services provided and the customer service process.

Travel agency from scratch: pros and cons

Anyone who wants to work in the field of tourism services is faced with a choice: start everything from scratch or purchase an existing business. At the same time, many people forget that both the first and second options have their drawbacks.

A travel agency created from scratch has greater advantages than a purchased company. You won't have to fight the old order and win your respect from your subordinates. In addition, many travel agencies for sale are unprofitable. Statistics show that 90% of those organizations that are put up for sale can be considered completely bankrupt. However, a business started from scratch also has disadvantages. First of all, you will have to spend a lot of effort and, of course, time to develop routes, settle into the new premises and develop a client base. In addition, you will need investors to open a business in this area.

How much do you need to invest?

Opening a travel agency from scratch is a business that requires large investments. So how much money will it cost? Let's calculate:

1. First of all, you need to register as a legal entity - from 25 thousand rubles.
2. To renovate the premises and purchase furniture - from 75 thousand rubles.
3. Install computers and office equipment - from 60 thousand rubles.
4. Develop your own corporate style and solve the issue of printing - from 10 thousand rubles.
5. Create a company website - from 35 thousand rubles.
6. For other expenses, as well as for connecting phones and the Internet - from 50 thousand rubles.

The result is a decent amount: about 255 thousand rubles. This is an approximate cost estimate for a travel company with three employees and an office in Moscow. In other regions the cost will be significantly lower. It is worth remembering that the specified amount will only be needed to get started. Starting a business in this area requires a lot of expenses. In addition, you will have to spend about 150 thousand rubles monthly. Therefore, initially you should have from 500 to 700 thousand rubles in reserve. The travel agency will begin to make a profit only after three months. If there is no such amount, then investors will help. To open a business in this area, it is imperative to have initial capital.

The Most Important Thing: Going to Market

The success of your company depends not only on a well-located office and professional employees, but also on advertising. You should invest a lot of money in this part. Only good publicity will be able to attract potential clients to you. You need everyone to know about your travel agency. So, everything is ready and you celebrated the opening. The travel agency is ready for normal operation. But where can you get clients?

Don’t expect a large flow of people wanting to relax right away. To develop a small tourist base, you need to spend a little time. If you approach the matter correctly, then they will soon start talking about you. As you know, people are more willing to believe their friends and acquaintances than advertising. That is why it is very important for you to treat your clients with attention at this stage.

There is another option. You can open an agency based on franchising. An already well-known brand does not require promotion, and it will be much easier for you. After all, it does not require much effort in terms of advertising. How to proceed? You decide.

* The calculations use average data for Russia

A fragment of the book by Yulia and Georgy Mokhov “Travel Agency: where to start, how to succeed” by the publishing house “Peter. Published with permission from the publisher

Do I have enough money to open a travel agency? Should I risk my last savings or not? How long will it take for investments in the tourism business to pay off? How much will I earn? Create your own travel agency or buy a ready-made one? Or join a franchise network? Is it difficult to make a business plan for a travel agency? What are the requirements for a travel agency office? How many employees will you have to hire? Where to look for footage? Which tour operators to work with? Which countries do you sell tours to? Limit yourself to a narrow specialization or sell everything? Should we open air and railway ticket offices immediately or later? How to attract clients? How much to spend on advertising? Do tourists have many complaints? And still…

SHOULD I OPEN A TRAVEL AGENCY OR NOT?!

We will try to dispel all your fears and support your desire to open a travel agency. But we guarantee: everything that is written here is a real reflection of the state of affairs in tourism business, without exaggeration or omission.

Development of a business plan for a travel company.

We offer for your reference a diagram that reflects the main parameters and expense items that can be used when drawing up a business plan travel company(agencies).

1. Travel agency concept

Kind of activity:

• travel agent;
• tour operator;
• mixed activity.

• sale of air and railway tickets;
• transfer services, ordering limousines;
• visa processing;
• insurance;
• preparation of documents for registration of foreign passports;
• services of an individual guide and accompanying person;
• translation services;
• sale of guidebooks;
• sale of related travel products;
• sale of gift certificates;
• booking and ordering tables in restaurants, tickets for events;
• rental of tourist equipment;
• Car rent.

• by type of tourist destination;
• according to the cost of tours;
• by country;
• by type of tourism.

2. Organizational plan

Travel agency office location:

• center;
• outskirts;
• distance from the metro.

• rent;
• own premises;
• other.

• showcase office on the first line;
• in the business center;
• in the administrative office building;
• in the mall;
• on the first floor of a residential building.

• two jobs, three five jobs;
• one-room, two-room, three-room, more than three rooms;
• free layout (number of meters).

tables with reception places, chairs for employees, chairs for visitors, bedside tables with keys, rack for catalogues, wardrobe, hangers, hanger rack,
board for information and special offers, sofa for visitors, coffee table, safe, blinds, mirror, dishes (for employees, for receiving visitors), photo frames and permitting documents, plants.

Office equipment (cost calculation):

computers, telephones, fax, printers (minimum 2 pieces), scanner, copier, TV, CD and DVD player for showing films about countries and resorts, air conditioning, water cooler, first aid kit, clock, stationery, wall map of the world or globe.

Office design project:

• zoning of space;
• design of the premises according to the concept of the travel company;
• floor plan.

3. Competitive environment

Competitors in selected tourist destinations.
Competitors within the radius:

Ready ideas for your business

• building;
• district;
• cities;
• countries (if necessary).

4. Production plan

Staff:

• staffing table;
• formation policy wages;
• training.

Tour sales technology:

• search and booking of tours;
• scheme of interaction with partners;
• processing payment for tours;
• document flow;
• delivery and issuance of documents.

• by season;
• by directions;
• by country;
• by price;
• by target audience.

Travel agency pricing policy.

Features of the tours sold.

Corporate identity development:

• contractor;
• list of required items;

• concept and functions of the site;
• contractor;
• cost and timing of work.

• signboard;
• pillar;
• signs;
• a sign with operating hours and company details.

• booklet;
• Business Cards;
• letterheads.

• budget size for 3 months, 6 months, 12 months;
• advertising media.

6. Legal aspects of opening a travel company

Legal form of a legal entity.

Tax system.

Drawing up a lease agreement.

Required permits depending on the type of tourism activity.

Trademark registration.

Purchase and registration of cash register equipment (if necessary).

Ordering strict reporting forms “Tourist voucher”.

Maintaining accounting(independently, with the assistance of an accountant, consulting company).

Legal support of activities

7. Financial plan

Sources of funds.

Amount and duration of investment.

Initial expenses plan.

Fixed expenses plan.

Income plan.

Payback plan.

8. Conclusion

Long-term development plan.

9.Applications

Approximate costs for creating a travel agency in Moscow,
one-time:

Registration of a legal entity and preparation of necessary permits for travel agency activities: 20,000–25,000

Furniture and office preparation for sales: 50,000–100,000

Office equipment and communications 100,000–150,000

Development of corporate identity 15,000–25,000

Website development and registration 20,000–45,000

Trademark registration 50,000-100,000

Employee training 5,000–30,000

Additional possible costs

Ready ideas for your business

• Purchase of a ready-made tourism business, payment legal services for transaction support
• Payment for premises selection services
• Payment for recruitment services
• Payment for connection services
• Internet and additional telephone lines
• Payment for services of a consulting company

The cost of tours even in the same hotel category is different, and the choice of tourists does not always fall on the 3* level of accommodation. Therefore, in order to make an income plan, it is necessary to analyze season prices for selected destinations with data from 3*, 4*, 5* hotels and compare them with the expected amount of income

Approximate plan of monthly expenses of a travel company in Moscow (rub.)

Office and infrastructure

Rent of premises 25 m2 - 50,000

Communication services 3000

Internet 5000

Water (cooler) 500

Stationery 2500

Other administrative expenses 6000 Staff salaries

• Director 35,000 +%
• Manager 19,000 +%
• Manager 16,000 +%
• Secretary-manager 12,000 +%
• Courier 16,000
• Accountant (outsourcing) 10,000
• Cleaning lady 3000

• Legal subscription service RUB 7,000. months
• Payment for the online booking and tour search system is 1200 rubles/month.
• Refilling cartridges 400 rub./month.

Total 241,500 rub. + percentage of salary

Selecting the status of a travel company. Tour operator or travel agent?

After the abolition of licensing for tour operator and travel agency activities in 2007, a mandatory state procedure was established only for tour operator activities. Travel agency activities can be carried out by any legal entity or individual entrepreneur. The only thing that determines the status of a travel agent today is the existence of an agreement with the tour operator, according to which the travel agent, on behalf of and at the expense of the tour operator, sells the tourism product generated by the tour operator. At the same time, the travel agent is obliged to comply with a number of requirements established by law, which we will discuss below.

But first of all, it is necessary to find out why it is so important to understand the difference between travel agency activities and tour operators and take the necessary legal actions in a timely manner. The fact is that the law establishes a mandatory requirement - all tour operators registered in the territory Russian Federation, are required to have financial security. Financial support is a guarantee of the tour operator in case of non-fulfillment or improper fulfillment of the contract for the sale of a tour product, insurance of its civil liability to consumer tourists.

From financial support, injured tourists are compensated for the actual damage they suffered, for example, the cost of the tour if it did not take place, or the difference in cost if the vacation time was shortened. Financial support is provided Insurance Company or banker. The law establishes minimum amount, for which an insurance contract or contract must be concluded bank guarantee; today it is 10,000,000 rubles. for international tourism (entry and exit) and 500,000 rubles. for domestic tourism.

The cost of servicing financial security averages 1–1.5% per year of the amount of security.

Ready ideas for your business

For example, from minimum size financial support for international tourism in the amount of 10,000,000 rubles. the cost of insurance compensation will be 100,000–150,000 rubles. This is the amount that will need to be paid annually to the insurance company for the tour operator’s civil liability insurance contract.

The contractual scheme of a travel agent’s work when selling tours looks something like this:

1. the tour operator enters into an agency (commission) agreement with the travel agent, according to which the agent is instructed to implement (sell) tours generated by the tour operator for a fee;
2. a travel agent attracts a client (tourist) and enters into an agreement with him on the sale of a tourism product, receives the documents necessary to register the tour;
3. the travel agent sends a request to the tour operator to book specific travel services for the client (tourist), indicating the dates, number and details of tourists, hotel, level of transportation, excursions and other components of the tour;
4. the tour operator confirms the travel agent’s request and issues an invoice for payment;
5. the travel agent provides the tour operator with the documents (or information) necessary to process the tour (for example, for a visa);
6. The travel agent accepts the final payment from the tourist (if paying in cash, he issues cash receipt or strict reporting form);
7. the travel agent makes payment to the tour operator minus the remuneration due to him (by bank transfer or in cash to the tour operator's cash desk);
8. the tour operator issues the travel agent with tour documents necessary for the tourist to travel;
9. the travel agent issues the tourist documents for the tour and all the necessary information to the tourist;
10. the travel agent reports to the tour operator - sends the agent’s report (act) indicating the amount of the tour sale and the amount of remuneration;
11. the tour operator signs the agent's report and issues an invoice for the services provided under the agency agreement.

But it should be taken into account that the presented diagram reflects only perfect option document flow.

In practice, a travel agent may face various surprises; firstly, the tour operator may refuse to enter into an agency agreement with you and will offer a purchase and sale agreement, as a result your legal status will change, it will be necessary to adapt accounting and document flow;

secondly, when making a payment under a tour operator agreement, you suddenly discover that the invoice has been issued for payment to
another company or, making payment through the tour operator’s cash desk, you will be given a cash receipt order for a physical
a person with a “paid” stamp without the organization’s seal.

Travel company staff

The optimal staff for a small travel company looks something like this:

• ¦ leader;
• ¦ manager1;
• ¦ manager2;
• ¦ secretary with an expanded range of responsibilities;
• ¦ courier;
• ¦ accountant and cashier;
• ¦ cleaning lady.

Director.

The head of a travel company is a key figure and resolves a large number of issues, both economic and strategic, but in addition to him, it is advisable to have at least two sales managers.

The manager can also be the chief accountant, cashier, sign documents and register the receipt of funds.
If the head of a travel agency is a hired employee, he must have at least two years of work experience; this is the minimum time during which a specialist can go through all the “seasons” of a travel agency’s work - high, low, “dead” - and learn how to manage a company. If the head - founder of a travel agency has no experience in tourism, this is not a tragedy. It is necessary to invite managers with work experience and, together with them, develop the strategy, assortment, and advertising policy of the company.

Travel company manager.

His responsibilities include: negotiating with clients and partners by phone and in the office, arranging tours with tourists, booking tours and processing documents with tour operators, monitoring the fulfillment of orders, price changes, requirements for documents provided, terms of cooperation, special offers.

A universal manager must maintain and improve his skills (master classes, seminars, promotional tours), work at exhibitions and workshops. Requirements for managers: higher education, experience in tourism, lack bad habits, presentable appearance, competent Russian speech, sociability, initiative, ability to resolve conflict situations, responsibility.

A manager without work experience should at least strive to work in tourism and have a specialized secondary or higher (incomplete higher) education, since this significantly affects general level culture. On
teaching someone who strives for knowledge is a rewarding task, but find out long-term plans this candidate to
the invested effort and money were not wasted - perhaps he will use the knowledge gained in another travel agency.

Travel agency secretary

receives incoming calls, distributes them according to the specialization of managers, answers general questions (“How can I get to you?”, “What time do you work until?”), ensures timely ordering of the necessary office supplies, household goods, and monitors the courier’s work schedule , carries out instructions from the manager, receives visitors and guests of the office. You must understand that sometimes it is very difficult to do without the help of a secretary, especially in the high season - in the summer, when the phone is ringing at the same time and the client is sitting in the chair.

Secretaries are also tasked with filling out questionnaires, recording and registering incoming and outgoing mail, and responding to corporate emails, ICQ, and Skype.

As a rule, a secretary is hired after several months of starting a travel company, when the phone is constantly ringing and clients demanding attention come to the office.

Courier

A very important and responsible position. With the strength (legs) of this person, money, passports, documents must get to the tour operator. Therefore, when choosing a candidate for this position, be guided by: simple rule: a person must be checked by everyone possible ways- call on previous place work, confirm the correspondence of the place of registration and place of residence, call your home phone and communicate with relatives, and request recommendations. These measures are not unnecessary. The problems that may arise due to the actions of the courier are, without exaggeration, catastrophic - loss of foreign passports and documents, theft of funds that the courier transports daily. Most the best option- this is a relative or acquaintance, but, unfortunately, such candidates are not always found.

Accountant-cashier,

certainly a necessary specialist, but the cost of his services is too high for a small travel agency (in Moscow from 30,000 rubles). Therefore, most travel agencies use the services of law firms or an external accountant. Such a personnel solution allows you to reduce accounting costs by at least three times.

Remuneration and bonus schemes in the tourism business

In the tourism business there is a general trend towards increasing wages. This is due to the existing personnel “hunger”. Specialists with experience move to another company, where they offer a slightly higher salary for the same full-time position, and this can happen every six months.

Options for calculating salaries for a tourism manager

The tour is considered sold when 100% payment is made.

1. Interest-free system: salary 22,000–30,000 rub.

2. Salary + interest:
Salary 10,000–15,000 rub. + 10% of tours sold by the manager.
Salary 15,000 + 10% after the implementation of tours for more than 150,000 rubles.
Salary 15,000 + 10% of revenue from sold tours, divided among all managers.
Salary 18,000–20,000 rub. + 5% of tours sold by the manager.
Salary 18,000–20,000 rub. + 10% of all tours sold, divided between all managers.

3. Planned system: fixed salary is paid when the plan is fulfilled; for example, from 50,000 rub. (this refers to the company's income, not the total cost of the tours). If the plan is exceeded by more than 50,000 rubles. + 10%, more than 100,000 rub. + 15%, over 250,000 + 20%.

During the low season (January, February, May, June) the plan is 50%. In this case, the previous fixed salary is paid.

If the plan is not met, with the exception of the low season, there is a system of fines:

• ¦ the first month - no penalties, an analysis of the reasons associated with the decrease in sales is required;
• ¦ second month and beyond: 40,000–49,000 rubles. – 10% is withheld from the fixed payment (30,000–39,000 rubles – 20%; 20,000–29,000 rubles – 30%).

In the first months after the opening of a travel agency office, a planned payroll system, as a rule, is not used.

Options for calculating wages for a travel company courier

1. Salary 12,000–15,000 rubles, payment for a travel ticket, mobile phone, working hours: Monday-Friday.

2. Salary 15,000–20,000 rubles, payment for a travel ticket, mobile phone, working hours: Monday - Saturday.

During the high season and increased sales volumes, it is customary to give couriers a bonus of 20–30% of their salary. The courier is an important employee of the travel agency, so it is better to pay extra on time, issue bonuses and work calmly.

On the market you can find offers from courier companies that deliver documents anywhere
city, they enter into a formal agreement and bear full financial responsibility for the funds and documents in the parcel.

Options for calculating the salary of a director of a travel company

1. Salary from 40,000 rubles.
2. Salary 18,000–20,000 rub. + 1–5% of monthly income
agency after deducting expenses.
3. 12,000–15,000 rub. + 5–10% of monthly income after deducting expenses.

This was just a small fragment of the book by Yulia and Georgy Mokhov, “Travel Agency: Where to Start, How to Succeed,” published by Peter Publishing House.

In the guide itself you will find detailed advice on choosing a tour operator, organizing document flow, taxation, recommendations for promotion, working with the client base and many valuable links to specialized Internet resources for tourism industry practitioners.